The Heart of the Sale
At three-and-a-half, my niece Mae already gets it. She meets me at the door wearing a long string of purple beads, fashionably mismatched Crocs and a big bright yellow bow holding back her blonde curls. She immediately notices my new earrings and grabs my multi-colored bag saying, "I love your purse, Auntie. It's pink, green, blue, yellow and red ... all my favorite colors."
Mae has already demonstrated that she has the accessory gene. Too bad she isn't old enough to work retail yet.
Without important accessories, the products you sell don't do all they're supposed to do. Take the almost ubiquitous iPhone. That -and its iPod and iTouch cousins-are probably the most accessorized products ever made. First, there are cases and holsters in every configuration and color. Designers like Coach have climbed on the Apple bandwagon combining their signature designs with the hard-to-miss iPhone style.
And how many of us have scrapped expensive audio systems, opting instead for iPod docking stations? My new car even has an adaptor for my iPhone so I can listen to my favorite music anywhere.